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May 10, 2016, 07:00 ET New Study: Psych Test for Hiring Salespeople Finds Diamonds Others Miss

Behavioral scientists unveiled a new on-line psychological test to help companies take the guesswork out of hiring top producing salespeople. The new ...


Apr 23, 2014, 09:00 ET Social Media & Sales Prospecting: Innovation or Escape?

Supporters say a vigorous social media presence is essential for success in today's hyper-competitive direct sales environments. But is social media...


May 10, 2012, 07:03 ET Does Social Media Help Salespeople Sell?

Social media technologies have re-shaped how we interact. But do they help salespeople sell? Not according to the results of two surveys presented at ...


Sep 16, 2010, 04:00 ET Fake It to Make It?

Today's job-seekers face hot competition and a cold job market. But, are they more likely to stretch the truth to gain employment? To find out,...


Apr 08, 2010, 02:00 ET New Research: Do These Excuses Drive Down Sales?

Some salespeople blame their performance shortcomings on company products and practices. Such complaints are commonplace. But, are they harmless? Not ...